Seasonal sales cycle calls for flexibility at Arcelik

Many CFOs have problems with forecasting trying to predict revenues in an uncertain world or the future value of interest rates when raising finance. Yet few have to base their entire yearly sales forecasts on the weather.

Not so Burhan Muzuglu, the finance and accounting manager of Arcelik LG. This company is the largest manufacturer of air conditioning units in the Middle East, Europe and Africa. It is a joint venture between Korea’s LG Electronics and Arcelik, the white goods subsidiary of Koc Holdings, the biggest family conglomerate in Turkey.

That the weather can have such a large impact on sales of air conditioning units...